Zonal Manager - Affordable Housing

Grow and manage the portfolio of Micro BLSE ( Secured Loans ) across locations, by building and driving a Sales team and network of channel partners and ensure that the portfolio health is maintained
1

Sales planning
In consultation with the Business Head - Micro BLSE, create a location-wise target setting for the team in order to achieve the annual and monthly AOP target received from Business Head

Compare with previous year s performance and also study potential of each location based on data from other business lines and databases

Plan out new initiatives for the year, locations to be added, do manpower planning and channel expansion planning


Cascade the location-wise targets to the team through meetings with Regional Managers as well as townhalls and connects with extended team

Ensure that there is effective communication and alignment on the targets till the level of Sales Managers and Area Managers



2

Sales management review
Create a daily plan for numbers to be achieved and communicate to the team

Through the day, track achievement against the plan

Follow up on commitments and speak to concerned team members to double down the efforts and ensure that targets are met


Conduct regular visits to each location

Meet team members and motivate them by giving guidance, lifting morale
During market visits, also meet existing and new channel partners

Discuss performance with existing partners and push them to do drive results

Evaluate new partners for channel expansion


On a monthly basis, review the achievement for each team member against AOP

Identify problem cases and reach out to them to give guidance, suggestions etc


Participate in monthly and quarterly reviews with Business Head and Group Business Head to track progress against AOP and decide any changes, interventions etc


3

Distribution management
Monitor and drive traffic in direct route via call center through effective management and set up call center in-house processes and policies as per service standards of BFL
Enhance traffic through indirect route, include channel dealer DSA appointment and partnership with operators in Small ticket size secured Loans


Onboard partners with credibility in local markets and perform adequate due diligence on the channel partners to ramp up platform and network of channel partners
Interact with channel partners to influence them for driving business for BFL, provide direction and oversight on their operations performance, and resolve issues faced, if any
4

Team development
Participate in recruitment process to set up the team and identify right talent for various positions within the team
Build strong talent management model, establish individual performance expectations and regularly review individual performance of the team
Lay down career growth plan by identifying and creating development opportunities for team members to enhance functional knowledge Key Decisions / Dimensions
Market Expansion Plans


Scaling the business from 0
Manpower Planning
Product Penetration Major Challenges
New Business locations
Building and Motivating Direct Sales team


Creating funnels for Business

Required Qualifications and Experience
b) Work Experience
Relevant Experience of 14-15 Years, out of which 5-6 year of experience in LAP/Secured Loans
Demonstrated success achievement orientation
Strong bias for action driving results in a high performance environment
Demonstrated ability to lead from the front
Affirmative in nature, Strong Leadership Skills, Clarity of thought and perseverance
Exceptionally high motivational levels and needs to be a self starter